Red Hat OpenShift Container Platform offers enterprises a fully supported enterprise-grade Kubernetes platform that provides capabilities beyond just Kubernetes. It includes developer tools, CI/CD pipelines, service meshes, and more. OpenShift can be deployed on-premises, on any public cloud, or in a managed service offering. It provides portability, security, automation, and a full-stack developer experience. Compared to building out Kubernetes capabilities individually, OpenShift reduces costs and complexity while accelerating application development.

1. IBM Cloud Pak for Business Automation
OpenShift Container Platform Vs.
Other Kubernetes Platform
Ecosystem Engineering/ GSI Lab – Automation Squad
February 2023

2. Self-Managed OpenShift Editions
Entry-Level
Standard
Flagship
Container OS
Built from Kubernetes, RHEL CoreOS, and automated operations
GitOps
across hybrid and multicloud with
advanced security for DevSecOps
Serverless (Knative)

3. Four Adoption Patterns Application Development
& Line of Business
Infrastructure &
Ops Teams
Container Platform
“Run and manage
containers better”
Cloud-native Apps
“Build new apps quickly”
Hybrid Cloud
“Build and run
infrastructure efficiently”
Business Innovation
“Transform the way
to run business”
OpenShift
Opportunity

4. RED HAT CONFIDENTIAL
OpenShift offers the broadest set of hybrid cloud services
4
Amazon Red Hat
OpenShift
Azure Red Hat
OpenShift
Red Hat
OpenShift on
IBM Cloud
On-premises
Red Hat OpenShift
Red Hat Managed OCP Customer
Managed
Developer Efficiency Business Productivity Enterprise Ready
Red Hat
OpenShift
Dedicated
Joint offerings with Cloud Provider
Offered as a Native Console offering on equal parity with cloud provider
Kubernetes service
or
OCP Customer Managed
OpenShift
Container
Platform

5. Building a Platform is not YOUR business focus
Compute
● xKS Services are Kubernetes Cloud lock-in
● 10-20+ individual services needed to make a platform
● Customer must do integrations and maintenance
● All non-xKS Services priced differently
● All non-xKS Services supported individually
Storage Network
Logging Registry Security
Monitoring xKS Service
CI/CD
Automation
DNS Authentication
Service Mesh App-Services DB-Services
Additional costs
and
integrations
OpenShift allows your
technology teams to focus
on building business value,
not focusing on building
technology platforms
xKS services are NOT free,
and not simple
5

6. Customer Actions
RH Managed Services xKS
Platform Issue Auto-heal / Open Support
Ticket
Search forums
CI/CD S2I, Jenkins, Imagestreams
built in
Add provider service and
configure
Logging EFK Stack (OSD) / Azure
Monitor (ARO)
Add provider service and
configure
Metrics/Monitoring Prometheus and Grafana /
Azure Monitor (ARO)
Add provider service and
configure
Updates Red Hat Managed Mix of auto and manual
Upgrades Red Hat Managed Mix of auto and manual

7. Total Cost of Ownership
Support and Operations
Red Hat Core OS
Kubernetes
OpenShift Cluster Services
Networking :: Router :: OLM
Registry
Service
Mesh
Logging
Monitoring
CI/CD
Metrics
Dev
Tools
$xxxx
$xxx
Included
Included
OpenShift Dedicated xKS
$xxxxx $xxxxxx
Additional
costs and
config
Custom OS
Kubernetes
Support and Operations
Registry Logging CI/CD
Metrics
Monitoring
Service
Mesh
Dev
Tools
Kubernetes Cluster Services
Basic Networking :: Ingress
$xxx
$xxx
$xxxx
$xxx

8. Quick Reference Guide
© Copyright IBM Corporation 2020 For IBM and Business Partner use only
Red Hat OpenShift
Container Platform
As the world recovers from the
pandemic shock, businesses are
challenged to create ever more
applications and services, and
deploy them faster and more
inexpensively. What’s more, in a
CapEx-constrained environment
they need to modernize legacy
apps and make greater use of the
economics of cloud.
Containerization helps with all
these challenges but can itself
create a lot of complexity. Red Hat
OpenShift Container Platform
makes creating, deploying,
managing and securing containers
easier and more scalable.
Target Audience
• Buyers: IT Ops, Enterprise Architect,
Line of Business Leader, Application Ops
Leader
• Geographies: Worldwide
• Client Size: Midmarket. Split into Upper
Midmarket (2,500-5,000 employees) and
Core Midmarket (1,000-2,499
employees)
Ideal Client Profile /Characteristics
• Challenged to build applications faster
• Challenged with IT complexity
• Under pressure to modernize, improve IT
efficiency
• Wants to use technology to drive
innovation
Key Questions
• Do you have a cloud strategy? What is it?
• What are the key application development
projects in the next 18 months?
• How do you balance application
development vs legacy reuse vs
Software-as-a-Service/hosted services?
• Are you using containers and/or
Kubernetes today? Do you plan to?
• Do you see Open Source as an essential
part of your future plans?
Key Questions
• Are your developers focused on
productive coding?
• How do ensure your applications
function across all the data centers and
cloud locations you operate?
• What’s your biggest bottleneck when it
comes to provisioning infrastructure?
• Are you delivering applications and
services fast enough?
• Are you trying to implement a hybrid
and multi-cloud strategy?
• Do you need to improve scale, elasticity
and agility?
• Does your current application
development infrastructure allow you to
take advantage of any cloud?
Advise Move Build Manage Maintain
For more information, access the IBM sales play or Partner Run Book
531% five-year ROI
66% faster development lifecycle
8 months payback period
$1.29m average annual benefit per
100 developers
The Business Value of Red Hat OpenShift, IDC #US41845816,
October 2017, https://www.redhat.com/en/resources/The-
Business-Value-of-Red-Hat-OpenShift.
“Red Hat OpenShift Container
Platform lets us move
applications seamlessly and
easily across multiple
providers with no downtime.
We can also use public cloud
to scale up or down as demand
requires”.
Kerry Peirse, GM IT Infrastructure and
Operations
Cathay Pacific Airways Limited
“Insights and
innovations
are happening at a
rate that we’ve
never seen before. It’s
an exciting time at UPS,
and Red Hat is
a significant partner in
that transformation.”
Christian Köberl & Johannes Grumböck,
Software & Infrastructure Architects, Porsche
Informatik GmbH
“Red Hat OpenShift
technology is at the
heart of everything

9. Quick Reference Guide
© Copyright IBM Corporation 2020 For IBM and Business Partner use only
Users will have to wait for all of
VMWare’s acquisitions (eg Pivotal) to
be properly integrated.
Vs SUSE Rancher
Rancher is cheap, or free, but offers
little added value over upstream offers.
It has no security offering or presence,
limited support, low enterprise appeal,
little partner ecosystem, and requires
manual operations.
Objection Handling
OCP is really expensive compared
with XKS solutions
OCP includes the extra capabilities
beyond Kubernetes. OpenShift is
ready for you to deploy without any
further hidden expenses (XKS is
necessary but not sufficient), and the
cost of building the capabilities you
need – pipelines, service meshes,
cohesive developer experience – is not
factored in. You can easily find yourself
in the business of building a
Kubernetes platform rather than
getting value out of it.
7 Key Value Propositions
Develop new applications faster
Get applications to production sooner
with a wide range of technologies and
streamlined workflows.
Write once, run anywhere
Deploy your apps from data center to
cloud to edge - accelerating application
delivery and cloud deployment.
Flexibility and choice
Choose the right cloud instances for your
workloads – whether for specific tools
and capabilities or cost profiles.
Simplicity at scale
Full-stack automated operations on a
consistent foundation across on-
premises or hybrid cloud infrastructure.
Security through the stack
Comprehensive container security at the
application and infrastructure/ platform
layers, and broad security ecosystem.
Linux matters
OCP is based on the latest version of
Red Hat Enterprise Linux, and benefits
from all the patching, maintenance and
optimizations which the market-leading
Linux brings and no other platform has.
Strategic partnerships
Integration with key workload ISVs and
broader ecosystem
Red Hat OpenShift
Container Platform
Competitive
Differentiators
• Ease of use and
implementation
• Enterprise scale
• Consistent foundation for
application deployment – from
edge to data center to hybrid
cloud
• Portability between a range of
optimized cloud instances
(AWS, Azure, Google etc)
• Integration of RHEL (security
patches, optimizations etc)
• Benefits from integration with
Ansible and RHEL
• Developer tool ecosystem
• 24/7 global support
Advise Move Build Manage Maintai
n
Competitive Positioning
vs ‘Vanilla’ Kubernetes
The myth is that ‘Vanilla’ Kubernetes
offers ultimate portability across
Kubernetes clusters, no “vendor lock-in”
and that you are always on the latest
version. The reality is that every vendor
configures their Kubernetes distribution
differently, operates Kubernetes
differently, and none is in lockstep with
the latest upstream.
vs Open Source projects
Building enterprise-level functionality is a
huge job, and the Open Source projects
lack the 24/7 support, zero-downtime
patching, and security response team
which Red Hat provides.
vs VMware Tanzu
Tanzu offers limited portability and
consistency across footprints, limiting
flexibility and choice. This means
customers may need to retool to take
advantage of specific cloud providers’
offers (tools, price, capabilities, etc).
Tanzu is based on an inferior,
uncompetitive Linux (Photon OS) which
does not benefit from the latest patching,
hardware enablement and multiple
enterprise optimizations. The Linux
matters.
For more information, access the IBM sales play or Partner Run Book

10. Objection handling
Client Persona: IT Operations Leader, Enterprise Architect, Application Developer
“OCP is expensive, and I can use Kubernetes/Rancher to build a DIY
platform instead. Why should I choose OpenShift when Kubernetes is free?”
Questions to ask:
• How do you combine all open-source projects, components,
processes and updates, while ensuring that your supply chain is secure?
• Does open source provide you with SLAs and ability to open support cases?
Counter with:
• There is more to the total cost of Kubernetes than the free version.
You must combine all open-source projects, components, and processes.
• OpenShift provides not just the base Kubernetes infrastructure,
but a complete application development platform that includes
developer tooling, service mesh, CI/CD tooling, etc.
Validate:
• Share this executive summary with highlights from the IDC study of existing OpenShift clients, which include
a five-year ROI of 636% and 20% higher DevOps and development team productivity

11. Objection handling
Client Persona: CIO, CFO, Application Leader, Enterprise Architect, Application Developer
“I don’t need all the added features or functionality of OpenShift”
Questions to ask:
• Have you made decisions as to how to stitch together additional components
that make sure you can operationalize your Kubernetes environment?
• How much time does your team spend on making sure these services work
as an integrated bundle? Do you depend on third party ISV solutions
embedded in your product and are they supported on your platform?
• How do you avoid lock-in with a cloud provider offering,
and ensure portability or risk mitigation?
Counter with:
• Do you believe that the additional services needed can be provided by the cloud provider?
• Did you know that OpenShift is integrated with all the major cloud providers
and is offered as a managed service to reduce your operational burden?
Validate:
• OpenShift is much more than just xKS. Red Hat OpenShift is a leading enterprise Kubernetes platform,
and it allows the client to mitigate risk because it is available on any public cloud, on premise, or at the edge.

12. Objection handling
Client Persona: IT Leaders, Enterprise Architect, Application Leader, Application Developer
“OpenShift is complex, we do not have the skills to support OpenShift,
and I do not want to manage this platform. OpenShift locks me into Red Hat.”
Questions to ask:
• How do you combine all open source projects, components,
processes and updates, while ensuring that your supply chain is secure?
• Does open source provide you with SLAs and ability to open support cases?
Counter with:
• You are not locked into a Red Hat stack. You can use the technologies that you need.
• You can leverage one of our managed service offerings: Red Hat OpenShift Dedicated
managed by Red Hat, Red Hat OpenShift on IBM Cloud (jointly managed & supported
with IBM), Red Hat OpenShift Service on AWS (jointly managed & supported with AWS),
and Azure Red Hat OpenShift (jointly engineered, managed & supported with Microsoft).
Validate:
• Offer to get the client started with a deep dive to discuss an MVP or PoC. Alternatively, suggest that they could get started
on their own with three available trial options. - a. Developer Sandbox, b. Managed services, or c. Self-managed.

13. Kubernetes vs. OpenShift
Container infrastructure and management
Kubernetes OKD OpenShift
Multi-host container scheduling ✔ ✔ ✔
Self-service provisioning ✔ ✔ ✔
Service discovery ✔ ✔ ✔
Enterprise Linux operating system ✔
Image registry ✔ ✔
Validated storage plugins ✔ ✔
Networking and validated networking plugins ✔ ✔
Log aggregation and monitoring ✔ ✔
Multi-tenancy ✔ ✔
Metering and chargeback ✔

14. Kubernetes vs. OpenShift
Developer experience
Kubernetes OKD* OpenShift
Automated image builds
No
developer
or
application
services
✔ ✔
CI/CD workflows and pipelines ✔ ✔
Certified application services ✔
Certified middleware ✔
Certified databases ✔
200+ certified ISV solutions ✔

15. Kubernetes vs. OpenShift
Enterprise Support and community
Kubernetes OKD* OpenShift
Community forums and resources ✔ ✔ ✔
Zero downtime patching and upgrades ✔
Enterprise 24/7 support ✔
9-year support lifecycle ✔
Security response team ✔

16. Red Hat OpenShift Differentiators
DIY
Traditional Software Vendors
Public Cloud Kubernetes Services
• Integrated platform
• Enterprise support
• Deep expertise
• Mature platform
• Multicloud options
• Integrated, managed
& supported platform

17. Differentiators
•A consistent, trusted, and proven platform
•Comprehensive platform that supports the entire application life cycle at scale
•Advanced security and compliance
•End-to-end management and observability
Cluster data management and cloud-native data services
Simplify software deployment with a certified partner ecosystem
Superior support
Joint, cloud-native solutions with leading cloud providers
Expert consulting services
Future-ready and flexible for the client's needs today and tomorrow

18. More insight into major
competitors
Amazon
Amazon Red Hat Differentiator
Strengths:
• Leader in the Cloud market with many services options
• Quick & easy to get started with Kubernetes
• Pay as you go model for everything
Weaknesses:
• Clients are responsible for all integration,
security, and uptime of applications. AWS only provides
infrastructure; the rest is up to the customer. EKS is not a
fully managed service.
• Complexity of choices and lack
of integration slows down progress
• Limited developer tooling
• Provides a fully managed service through OpenShift
Dedicated integrated into Amazon Console (announced
April 2020)
• Integrates all required technologies
for Kubernetes into a single platform
bringing simplicity and speed to market
• Leads the Kubernetes market in the breadth of
developer tooling, processes, and automation